Deal Desk Operations & Strategy Lead at Decagon

Job description

About Decagon Decagon is the leading conversational AI platform empowering every brand to deliver concierge customer experiences. Our technology enables industry-defining enterprises like Avis Budget Group, Block’s Cash App and Square, Chime, Oura Health, and Hunter Douglas to deploy AI agents that power personalized, deeply satisfying interactions across voice, chat, email, SMS, and every other channel. We’re building a future where customer experiences are being redefined from support tickets and hold music to faster resolutions, richer conversations, and deeper relationships. We’re proud to be backed by world-class investors who share that vision, including a16z, Accel, Bain Capital Ventures, Coatue, and Index Ventures, along with many others. We’re an in-office company, driven by a shared commitment to excellence and velocity. Our values — Just Get It Done, Invent What Customers Want, Winner’s Mindset, and The Polymath Principle — shape how we work and grow as a team. About the Role Decagon is looking for a Deal Lead to sit at the intersection of Sales, Finance, and Strategy. You'll be the first dedicated pricing hire and will work closely with the Business Operations team to shape the function from the ground up. On our Pricing team, your primary goal will be to accelerate and scale our enterprise go-to-market motion - working closely with our account executives to structure and propose deals. Initiatives will include building internal deal processes, proposal structuring, commercial negotiations with customers, and sales enablement. This is an exciting role blending strategic thinking and high-caliber execution. We are looking for highly-motivated problem solve About the team Decagon’s Revenue Operations team is a multidisciplinary group of operators combining strategic thinking, analytical rigor, and high-velocity execution. Covering GTM-wide strategy, operations and analytics, we are proactive, data-driven partners to leadership – providing critical insights, driving operational efficiency and getting things done. About the role This is a dynamic, wide-ranging role to join our team shaping Decagon’s go-to-market strategy and driving execution. This is an opportunity to help build Decagon's Deal Desk function from the ground up. You'll design the operating model, stand up the systems, and become the trusted connective tissue between Sales, Finance, Founder's Office, Legal and other teams as deals move from quote to signature. It's a rare shot to stand up a function end-to-end from day one — shaping how a category-defining AI company structures, prices, and closes deals as it scales. In this role, you will • Deal Desk Operator: Serve as the first point of contact for deal reviews and approvals, triaging requests for completeness and policy compliance before routing to other internal departments • Deal Structuring: Advise sales teams on pricing, custom terms, and non-standard contract options for complex and enterprise opportunities • Cross-Functional Bridge: Connect sales, finance, security, and legal to triage and shepherd complex deals through the internal review process • Systems Owner: Stand up and administer the deal desk tech stack (Salesforce, CPQ, quoting and contract tools), building the foundation as new pricing models, packaging, and deal types emerge • Process Builder: Design approval workflows, discount guidelines, and order form templates from scratch, and continuously improve them as the business scales • Enablement: Train and coach sales on pricing policy, deal structuring options, and how to use deal desk systems and templates as they're built Your background looks something like this • 5+ years of experience in Deal Desk and/or Sales/Revenue Operations, ideally within a high-growth B2B SaaS environment • A builder at heart — you've stood up a process, system, or function before, or you're hungry to prove you can do it from scratch • Understands a deal desk function end-to-end — from policy design and sy